Business development and selling are 2 different jobs, even though the words get used as though they mean the same thing. This article shows the difference through one real example. A business owner running an IT staffing firm thought he…
Don’t hire a seller. Hire someone who runs the customer conversation themselves, thinks from the customer’s problem, works with your team and agrees results in measurable terms. The problem with “we understand sales well enough” I’ve had dozens of intake…
In every forecast meeting I hear the same sentence: “I’ve got a good feeling about it.” 3 account managers, 3 different definitions of promising, and one report that looks solid until the quarter ends. But promising isn’t a feeling to…
Remote work didn’t make sales management harder. It made visible which sales managers were leaning on things they could no longer rely on once the environment changed. The shift from office intuition to reading signals asks for leaders who can…
What you don’t hear doesn’t exist. Calling less costs you information, and that’s more than a generation gap. On the phone you hear what someone means, how they hesitate, what they almost say and leave unfinished. In a message you…
Productivity comes down to clarity: knowing where your time really goes, and deliberately choosing what to drop. Technology, from transcription tools to automated CRM connections, only frees up room once you know what you’re trying to achieve. The best salespeople…
Finding the why is the easy part of strategy. The hard part is making sure it leads somewhere, especially when results are still acceptable and nobody feels the urgency. At Libertel the why was already part of the culture before…
The AI lead generation myth Free AI tools for lead generation rarely hold up. The leads tend to be unqualified, the free access hides an agenda, and the LinkedIn connection you have to make hands the supplier a route into…
You have less time than you think, and fewer chances than you hope The 3-30-3 rule says a customer decides in 3 seconds whether to keep reading, in 30 seconds whether you’re relevant, and in 3 minutes whether he’s convinced.…
The best salespeople are rarely the best sales coaches. The skills that make someone a top seller, thinking fast and winning people over, often get in the way of coaching. Managers who hand out answers create dependence where they were…